Lawyers: You’ve Got to Learn These 26 Things to Develop a Book of Business

I was coaching a group of lawyers for the last time recently. At the end of our group meeting, the group’s leader asked for a good summary of what we had covered. I shared this blog post with the group and thought you might find it valuable.

I read a recent survey report of large (big law) firms. There was one survey question that really got my attention:

How important is business development to success in a law firm?

Here was the answer:

A lawyer’s ability to generate business is the single most determinative factor in whether a lawyer will become an equity partner.

That certainly was no surprise. In fact, I thought that was kind of a Duh question and it certainly does not just apply to lawyers in large law firms.

I know how to develop business. I did it and many lawyers I have coached or who worked for me are doing it. If you want to learn, I want to help you. I urge you to learn how to:

Motivate yourself to learn and attract clients

Figure out and adopt attributes of successful lawyers/people that will work best for you

Define what success means to you by figuring out what you want to achieve in your career and life

Set stretch goals

Prepare a detailed action plan to achieve goals

Determine what learning will provide you with the greatest return on your time

Determine what kind of client development efforts will best work for you

Make time for client development when you are busy with billable work and have a family